Cummins Inc. · 1 day ago
CDBS Aftermarket District Sales Manager - PA/MD/DE
Lansing, MI
Full-time
Hybrid
Mid, Senior Level
5+ years expCummins Inc. is seeking a talented District Sales Manager to join their aftermarket team. This role involves driving business insights, building customer relationships, and executing strategic account plans to grow the aftermarket business in Pennsylvania, Maryland, and Delaware.
Automotive
Responsibilities
Driving Business Insight: You will apply a deep understanding of market dynamics and customer behavior to shape strategies that align with organizational goals and deliver measurable business outcomes
Communicating with Purpose: By tailoring your communication style to suit different audiences, you will ensure clarity, alignment, and engagement across internal teams and external stakeholders
Championing Customer Focus: You will build and nurture strong customer relationships, enabling you to deliver solutions that are not only effective but also deeply aligned with customer needs and expectations
Articulating a Clear Value Proposition: You will translate complex product and service capabilities into compelling value stories that differentiate Cummins from competitors and resonate with customer priorities
Enhancing Channel Awareness: By contextualizing industry structures and go-to-market pathways, you will help the organization navigate market complexities and advance strategic objectives
Executing Pricing Strategy: You will collaborate across functions to develop pricing models that reflect market realities and business targets, ensuring alignment and stakeholder buy-in
Leading Negotiations with Impact: Using structured tools and methods, you will drive negotiations that meet Cummins’ objectives while fostering trust and agreement with customers
Strategic Account Planning: You will develop and execute account strategies that are grounded in data, aligned with business goals, and adaptable to evolving customer needs—ensuring long-term growth and success
Prospecting and Research Skills: Ability to identify, research, and engage prospective customers effectively to build a strong pipeline of opportunities
Strategic Account Planning: Capability to develop and execute detailed account plans for top prospects, including scheduling and conducting impactful face-to-face sales calls
Customer Relationship Management: Skill in building new relationships and strengthening existing ones to understand customer needs, business models, and buying processes
Solution Selling Expertise: Proficiency in aligning Cummins solutions with customer priorities and clearly articulating the value proposition to gain buy-in
Negotiation and Financial Acumen: Ability to conduct negotiations within company guidelines, manage payment terms, and support receivables collection while maintaining positive customer relationships
Sales Process Discipline: Consistent use of the Cummins Sales Process, CRM tools, and reporting mechanisms to track activity, forecast accurately, and drive performance
Cross-Functional Collaboration: Strong coordination with internal stakeholders to balance inventory, service, and delivery capabilities with customer expectations
Leadership and Mentorship: Willingness to provide guidance and support to less experienced account executives, contributing to team development and overall success
Qualification
Required
Located near Harrisburg, PA area
Driving Business Insight: Apply a deep understanding of market dynamics and customer behavior to shape strategies that align with organizational goals and deliver measurable business outcomes
Communicating with Purpose: Tailor communication style to suit different audiences to ensure clarity, alignment, and engagement across internal teams and external stakeholders
Championing Customer Focus: Build and nurture strong customer relationships to deliver solutions that are effective and aligned with customer needs and expectations
Articulating a Clear Value Proposition: Translate complex product and service capabilities into compelling value stories that differentiate Cummins from competitors
Enhancing Channel Awareness: Contextualize industry structures and go-to-market pathways to help the organization navigate market complexities
Executing Pricing Strategy: Collaborate across functions to develop pricing models that reflect market realities and business targets
Leading Negotiations with Impact: Drive negotiations that meet Cummins' objectives while fostering trust and agreement with customers
Strategic Account Planning: Develop and execute account strategies that are grounded in data, aligned with business goals, and adaptable to evolving customer needs
Prospecting and Research Skills: Ability to identify, research, and engage prospective customers effectively
Strategic Account Planning: Capability to develop and execute detailed account plans for top prospects
Customer Relationship Management: Skill in building new relationships and strengthening existing ones
Solution Selling Expertise: Proficiency in aligning Cummins solutions with customer priorities
Negotiation and Financial Acumen: Ability to conduct negotiations within company guidelines
Sales Process Discipline: Consistent use of the Cummins Sales Process, CRM tools, and reporting mechanisms
Cross-Functional Collaboration: Strong coordination with internal stakeholders
Leadership and Mentorship: Willingness to provide guidance and support to less experienced account executives
Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience
Intermediate level of relevant work experience required
Preferred
5+ years' experience of aftermarket HD Truck Parts sales
Strong sales analytical skills
CRM tools experience (Salesforce, preferred)
Ability to develop and grow strategic relationships
Excellent written & verbal communication
Complex problem-solving skills
Excellent presentation skills to both small and large audiences
Critical thinking & negotiation skills
Ability to travel 50% - 75% of the time
Location Requirement: Candidate should be based near the Harrisburg, PA area
Territory Coverage: Area of Responsibility (AOR) includes Pennsylvania, Maryland, and Delaware
Company
Cummins Inc.
At Cummins, we empower everyone to grow their careers through meaningful work, building inclusive and equitable teams.
10001+ employees
H1B Sponsorship
Cummins Inc. has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (856)
2024 (804)
2023 (709)
2022 (923)
2021 (812)
2020 (707)
Funding
Current Stage
Late StageLeadership Team
M
Matt Rogers
Executive Director - International Tax
Recent News
Research and Markets
2025-04-11
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